Introduction to the Negotiations

Summary Negotiations are a form of communication, usually in the form of a conversation, about a controversial issue that is characterized by conflicting needs, interests and motives. Basically, negotiations aim to balance interests by weighing positions and intensity of needs to reach a conclusion (Obrien, Negotiations for Procurement Professionals, Kogan Page, Croyden, 2016). All people have interests, wants and needs. These needs may be of different nature but have same characteristics. Buyers have a desire and need to obtain the lowest purchase price in a transaction, whereas sellers strive for the highest selling price. Internal company demands for a higher budget are also needs that have to be enforced in internal company negotiations (Helmold and Terry, Lieferantenmanagement 2030, Springer Gabler, Wiesbaden, 2016a). In a company, for example, there may be a desire for additional sales staff in order to expand into other countries and markets. Job interviews also involve desires and needs of the parties involved, namely to find the suitable employee or position. In addition to the actual job, there are numerous elements in job interviews, such as salary, fringe benefits or social benefits, that are part of the negotiations.